In
this new world of sales where the sellers need to be as sophisticated as the buyers,
it is time for salespeople to understand how to present their case in terms of
numbers.
This
is not to say that they should focus on price…quite the opposite.
They need to follow what value selling training professionals recommend—quantify
your solution in terms of the cost of the problems it can solve for your client.
In other words, you need to put your business case forward in terms of the
impact on the metrics that matter most to your buyer, their boss and their
business as a whole. You need to be able to prove to your buyer that your
solution is well worth their investment compared to other options; you need to
make the case in terms of return on investment in a way that makes sense from
their point of view.
According
to our recent sales poll, over 75% of buyers expect you to do the number
crunching…and almost 90% will not buy until they have those numbers in hand.
So, get busy. Learn what you need to know to quantify the value of your
solution, crunch the numbers, and share them with your client. The greater the
value, the easier it will be for your buyer to justify the investment.
No comments:
Post a Comment